Andrew Sobel has nearly 30 years of management consulting experience—the last 13 years as the president of Andrew Sobel Advisors. Sobel has written several books about building and maintaining client relationships, including Clients for Life and Making Rain. His latest, All for One: 10 Strategies for Building Trusted Client Partnerships was released earlier this month and can be purchased at book stores or on Amazon.com. Sobel sat down with Consulting's One on One to discuss his strategies for building client partnerships. Consulting: Why this book right now?
Sobel: Basically there were two points of view that made me realize I had to write this book; the first point of view over the last three or four years came from client executives. I do a lot of interviews with C-level executives about their use of advisers, and clients were basically saying they are consolidating their use of consulting firms. A lot of clients are moving away from using dozens of firms to just four or five preferred firms. The second thing clients were saying was that they wanted more value for their money, very simply put. I did a survey about this about two years ago and this came up with clients and consultants as the No. 1 issue. So, that's from the client side.
Consulting: What about from the consulting perspective?
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